Should vendors and sponsors be speakers at conferences?

 

Having served on multiple conference planning committees over the years, I can say that whether or not vendors should be given the opportunity to also serve as speakers is always a topic that gains a lot of attention. Of course vendors and sponsors also want to have a workshop; it gains them and their product more exposure. But, just like your blog should never be a sales pitch, neither should a vendor conference speaking opportunity.

Conference planners value their sponsors and vendors. Of course they bring an additional revenue source; but, they also offer an opportunity for attendees to gain additional information and learn about products and services that can help them in their work. Conference planners; however, get nothing but negative reviews when any session is a sales pitch. Given the option to attend an informational session versus a sales pitch, most attendees will far prefer information.

So what can vendors and sponsors do to offer the conference value and improve their chances for a speaking slot? Here are some do's and don'ts: 

1.       Don't submit a workshop proposal only about your company and your company's products and services

2.       Don't submit a sales pitch and don’t change it into a sales pitch once you’ve been accepted

3.       Don't expect to have a speaking slot just because you are a vendor or sponsor – you must provide value to the conference and its attendees

4.       Do take the case study approach, inviting your customers to lead a session about the problem they had where you can participate as a solution expert

5.       Do focus on the solution you provide generally and not the specific product or service

6.       Do ask the conference planner about any fitting panel opportunities where you can add to the conversation

7.       Do send your best and most engaging presenters, always!

If you are a vendor or sponsor, before you submit your next workshop proposal, think about what sessions you would want to attend. Think also about the challenges conference planners face when trying to fill limited slots with informational sessions for their attendees. If you approach your workshop proposals the same way you should be approaching your blog – by serving as an excellent source of valuable information – you should increase your chances of success.

Should vendors and sponsors be speakers at conferences? Absolutely, if they go about it the right way!

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Kerry Brooks is Co-owner of ProfessionalEdge Associates, offering a wide range of marketing and support services to businesses that want to increase their success, but aren't in a position to add to their staff. Visit the ProfessionalEdge website at www.gettheprofessionaledge.com, email info@gettheprofessionaledge.com, follow them on Twitter @profedge, or like their Facebook page.